5 Things Health Systems Look For In A Distributor

May 2026 | From HIDA's Healthcare Distribution & Supply Chain™ magazine

The best way for distributors to serve providers is to listen closely to their needs. At HIDA’s MedSupplyChain Conference, leaders from Parkland Health, Akron's Children Hospital, Stanford Medicine and University of Florida Health shared what they need from distribution partners to keep care moving.

Michael Barton
Director, Supply Chain Operations & Logistics
Akron Children's

Omar Devlin
Executive Director, Supply Chain Planning & P2P
Stanford Medicine

Tina Nam
Director, Strategic Sourcing & Contract Administration
Parkland Health

Dawn Watkins
Director, Strategic Sourcing
UF Health Shands

Transparent Communication Beats Perfect Answers

Speed of notification matters more than certainty. Whether a disruption originates with a manufacturer or distributor, health systems want to know as soon as risk emerges—even before a resolution is defined.

Providers Want Problem-Solvers, Not Just Order-Fillers

Health systems increasingly view distributors as an extension of their own supply chain infrastructure. The best distributors share insight into what is running low, what is delayed, and what is at risk before the provider feels the impact.

Collaboration Strengthens Substitution Strategies

Providers emphasized the importance of collaboratively defining critical items, often through ABC or similar classifications, and pre-aligning on substitutions before disruption occurs. Distributors bring market intelligence: such as alternative products, available stock, and supplier constraints.

Data Transparency Enables Better Decisions

Distributors add value by helping providers interpret data and gradually improve forecast accuracy in a just-in-time healthcare environment. This means regular check-ins, shared forecasts, and honest conversations about data gaps.

Partnership Is Essential To Resilience

Resilience is co-created. Distributors, manufacturers, GPOs, and providers each hold pieces of the puzzle. Health systems value distributors who act as problem-solvers, escalate issues early, leverage their networks, and engage clinically.